Curricula

Objectives

Jamk and IB Competences:
4. Ethics-
You benchmark and demonstrate ethical and responsible conduct according to the well-established principles, norms and best practices laid down by relevant national and international bodies and organisations.
To achieve this competence, you will:
- understand and apply the well-established principles of responsible conduct in research, and problem solving,
- adhere to the principles of equity, equality, and non-discrimination,
- take responsibility for your own actions and their consequences and reflect on them in accordance with the relevant ethical principles, norms, and practices,
- develop realization of diversity and accessibility in your actions.

5. Operating in a workplace-
You promote and reflect upon personal and professional learning in order to enhance your career development.
To achieve this competence, you will:
- interact constructively in the work community and contribute towards its well-being,
- enhance your professional network to remain well-informed about key developments in your chosen field,
- enhance your entrepreneurial skills by taking initiative and leading projects to make a positive impact on your work community.
- utilize the opportunities offered by technology and digitalization in your work community.

IB competence:
7. Responsible international business management-
You develop your intellectual capabilities to seek conclusions and draw inferences in an international environment to become responsible manager. You develop creative and insightful solutions to solve complex business problems both in the present and the future with explicit emphasis on local and international standards of ethics, responsibility, and sustainability and implications on various stakeholders.
To achieve this competence, you will:
-study developments in your discipline in the international learning milieu and understand various aspects of responsible business management including global business trends and competitive landscape.
-derive and interpret new evidence and compare them with the existing body of knowledge in the global context to draw useful inferences,
- critically assess the implications of actions and decision of the international organisations.
-understand the impact of the of the actions and decisions on the community, in general, and specific stakeholders, in particular.
-understand core aspects of people management in the international business environment.

Content

The core parts of the course include - Strategic planning in sales, Sales leadership, Analysing customers and markets, Designing and developing the sales force, Sales process management, Sales measurement, analysis, and knowledge management.

Time and location

THIS COURSE IS 100% ONLINE.
Self-pace and self-study

Learning materials and recommended literature

Title: Sales Management: International Edition

Authors - Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer
Publisher - Pearson Higher Education
Copyright - 2009
Published - 02 Dec 2008 for wider reading Title - Selling and Sales Management, 8/E

Teaching methods

Video recorded lectures, video assignments, cases, quizzes, and an exam.
THIS COURSE IS 100% ONLINE.
Please, read the following instructions BEFORE you start the course:
This is a continuous online implementation, which means that there are no deadlines, no reminders, and no announcements. You are entirely responsible to plan and track your progress while taking this course.
To start the course enroll in Peppi and inform the lecturer in charge that you have done so by email to: piotr.krawczyk@jamk.fi
If you have any questions about the course content or technical prob-lems, please, email: piotr.krawczyk@jamk.fi
In order to pass the course, it is compulsory to complete all the activities (chapter quizzes, video quizzes, and the final exam).
The minimum final grade to pass the course and get the credits is 1 (the final grade is composed of the total amount of points collected from all the chapter quizzes, video quizzes, and the final exam). If your final grade is 0, you have not passed the course.
Once you have completed all the chapter quizzes, video quizzes, and the final exam please send me (piotr.krawczyk@jamk.fi) an email stating that the course is done and you would like your credits and the final course grade to be transferred to Peppi. Before you do so please make sure to double check that you completed all the chapter quizzes, video quizzes, and the final exam.
The detail and up-to-date information are available in the Moodle course workspace.

Practical training and working life connections

No connections

Exam dates and retake possibilities

The detail and up-to-date information are available in the Moodle course workspace.
Exam is held online.
There is 1 retake possibility. Specific time and date are announced after the grading of the first attempt and are available in the course work-space.

International connections

Jamk students can take the course online while abroad, and the course is also available for exchange students and students of selected partner institutions (Eg. EM Normandie and ICD Paris).

Alternative completion methods

In general, there is no alternative way to complete the course other than the continuous online mode of this implementation. Recognition of prior learning can be granted only in exceptional circumstances, and it is at the lecturer's discretion to approve such arrangements. In practice, no recognition of prior learning has been issued to date by the lecturer in charge of this course.
More precise info about recognition of prior learning can be found at: JAMK Degree Regulations, section 17.

Student workload

Course workload:
100% Virtual: study 70 h, assignments 40 h, independent study 25 h.

Content scheduling

The detail and up-to-date information are available in the Moodle course workspace.
Fall semester: the course ends the latest in the third week of December.
Spring semester: the course ends the latest at the end of May.
More details to be announced during the course

Further information for students

The detail and up-to-date information are available in the Moodle course workspace.

Exchange students: 10

The assessment method for this course is designed with specific criteria crafted for each assignment/project and the overarching learning objectives. Detail and specific information regarding assessment can be accessed within the dedicated course workspace.

Evaluation scale

0-5

Evaluation criteria, satisfactory (1-2)

Sufficient (1) -

You show some ability to analyze and evaluate academic and business information relevant to Global Sales Management

You are able to transmit to a limited extent your and your team’s ideas and findings in English in relation to Global Sales Management.

You are able to identify and assess some very basic ethical issues and discuss superficially their meaningful applications in the context of Global Sales Management



Satisfactory (2)-

You show basic ability to analyze and evaluate academic and business information relevant for Global Sales Management

You are able to get your main message through when presenting your ideas in English but improvement would be needed.

You are able to identify and assess some ethical issues for Global Sales Management and discuss possible implications.

Evaluation criteria, good (3-4)

Good (3) -

You show ability to analyse and evaluate academic and business information relevant to Global Sales Management

You are able to transmit in a clear manner your ideas and findings in English in relation to Global Sales Management.



Ethical skills - You are able to identify and assess deeply and widely ethical issues and discuss superficially their meaningful applications in the context of Global Sales Management



Very Good (4) -

You show very good ability to analyze and evaluate academic and business information relevant for Global Sales Management.

You are able to get your main message through when presenting your ideas and findings in a very good manner in English.

You are able to identify and assess in a very good width and depth the ethical issues for Global Sales Management and discuss possible implications.

Evaluation criteria, excellent (5)

Excellent (5) -

You show excellent ability to analyze and evaluate academic and business information relevant for Global Sales Management.

You are able to get your main message through when presenting your ideas and findings in a convincing manner in English.

You are able to identify and assess very deeply and widely ethical issues for Global Sales Management and discuss possible implications.

Prerequisites

No prerequisites

Further information

To start the course enroll in Peppi and inform the lecturer in charge that you have done so by email to: piotr.krawczyk@jamk.fi
If you have any questions about the course content or technical problems, please, email: piotr.krawczyk@jamk.fi